Module 1 -
Purchasing Redefined

KEY LEARNING POINTS: Contribution of effective purchasing to business performance Process enablers essential to effective performance Measuring and demonstrating the impact of procurement internally Management information - its collection and uses Differentiating supplier relationships and selecting an appropriate type of relationship Developments in technology and their potential impact

CONTENTS:

• Understand, and be able to advocate, the strategic importance of procurement to the wider business
• Appreciate that good purchasing requires a range of linked, and complimentary enabling systems delivering timely and relevant information to inform decisions
• Understand the importance of establishing the appropriate type of relationship

Module 2 -
Understanding Market Dynamics

KEY LEARNING POINTS: Supply and demand and their impact on purchasing Overview of marketing tools and techniques Overview of financial statements Ratio analysis Pricing strategies

CONTENTS:

• Understand the impact of economic factors on purchasing and the organisation.
• Understand how suppliers will establish a marketing strategy.
• Understand the various financial documents used to summarise an organisation's financial performance and standing.
• Understand how to analyse financial accounts and identify key information for use during negotiations.

Module 3 -
Legal Aspects of Purchasing

KEY LEARNING POINTS: The essential elements of a contract Risk in poorly structured contracts Understand the battle of the forms Understand contractual terms and conditions

CONTENTS:

• Draft and review legally enforceable contracts
• Negotiate Terms and Conditions to ensure protection for the organisation
• Identify key risks within proposed terms and conditions of contract

Module 4 -
Strategic Purchasing

KEY LEARNING POINTS: Identifying a business need and managing internal stakeholders The supplier's viewpoint - supplier preferencing Total cost of ownership Order winning criteria Implementing a transition plan

CONTENTS:

• Understand the strategic sourcing model
• Understand potential supplier strategies
• Select appropriate supplier appraisal criteria
• Manage the implementation of a transition plan

Module 5 -
Supply Base Development

KEY LEARNING POINTS: Adding value to a supply chain Determining an appropriate relationship style Risk Management Future proofing Measuring the contribution made by purchasing to the organisation

CONTENTS:

• Understand how to use process mapping to create a value chain
• Identify and appreciate the range of relationship styles that can be adopted
• Use vulnerability analysis to identify and manage potential future risks
• Ensure that decisions made today are effective into the future
• Measure and report on the contribution made by purchasing to the organisation

Module 6 -
Managing Supplier Performance

KEY LEARNING POINTS: Different types of benchmarking Different methods of measuring performance Service level agreements and their use Change management - controlling and implementing contract variations Review processes Quality issues

CONTENTS:

• Understand how to use benchmarking appropriately
• Understand the importance of measuring supplier performance
• Understand how to use incentives and sanctions to develop performance
• Use service level agreements to control, monitor and measure supplier performance
• Effectively manage a contract variation process

Module 7 -
Seller Strategies and Price Analysis

KEY LEARNING POINTS: Understanding suppliers' strategies and their implications Identifying a supplier's business strategy Distinguishing between cost and price Understanding total cost modelling

CONTENTS:

• Identify a supplier's strategy by analysing a market and their approach to it
• Identify how a supplier wishes to position itself within a market
• Understand the distinction between cost and price
• Use cost modelling techniques to drive for cost down initiatives

Module 8 -
Negotiating in Collaborative Environments

KEY LEARNING POINTS: Key influencing skills and how to apply them Recognising the different elements within a business relationship and the importance of the personal element Planning and preparing for a negotiation Measuring the effectiveness of a negotiation Managing collaborative negotiations that seek mutual gains

CONTENTS:

• Understand a variety of negotiation styles/relationships that are required when dealing with different products/suppliers
• Recognise their favoured style and realise which other styles are essential for their toolbox
• Use a variety of behavioural skills to deal with aggressive/manipulative persons whilst still maintaining their emotional balance